Fulbourn Underwriting / BG-Demo – Discovery
Callcompleted
Fulbourn Underwriting · 30 Oct 2024 12:15
Octavia Blake and Nicholas Fairbairn described siloed underwriting data and a wish to avoid hiring admin. Priya Raman pitched Enterprise; on the price they said they would think and come back. A demo is floated for early next year.
What was said
What this says
As at Fri 9 Oct 2026Octavia Blake and Nicholas Fairbairn described siloed underwriting data and a wish to avoid hiring admin. Priya Raman pitched Enterprise; on the price they said they would think and come back. A demo is floated for early next year.
What happened: Priya Raman ran a discovery call with Octavia Blake (Head of Underwriting Operations) and Nicholas Fairbairn (Chief Operating Officer). Octavia described data split across the underwriting system, email and spreadsheets.
Customer view: Nicholas said 'time is money for us' and that they are growing and ideally do not want to hire more admin. He also said clients are sensitive about where their data lives.
Commercial: Priya quoted Enterprise at £110k a year plus a £30k implementation, £140k in the first year. Octavia called it 'substantial' and said they would need to think.
Watch: No decision date was set and the demo is only loosely planned. The data residency concern fits Enterprise with the customer's own Snowflake account, but the evidence does not show a competitor or a budget.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Priya Raman to send background material on the day of the call.
- Priya Raman to propose a demo on the customer's own files early next year.
Risks
As at Fri 9 Oct 2026- Octavia Blake called the £140,000 first-year cost substantial and the customer may stall.
- No decision date or firm demo date was agreed.
Opportunities
As at Fri 9 Oct 2026- Clear pain around manual reconciliation and avoiding extra admin hires supports an Enterprise value case.
- The data residency concern fits B-Viz running inside the customer's own Snowflake account.
Transcript
Priya RamanHi Octavia, Nicholas, thanks for taking the call. This is a great opportunity to understand how you're operating and where the brain could help. Who wants to kick off?
Octavia BlakeSure. We manage a lot of open files across multiple underwriters, each with multiple data points coming in. Right now it's quite siloed: underwriting system, email, spreadsheets. There's no single way to ask 'What's outstanding right now?' or 'Which files have been sat for over a month?' without someone doing manual work.- Priya RamanRight, so lots of manual reconciliation. Nicholas, is this something you're looking to solve on the efficiency side, or are you thinking about cost too?
Nicholas FairbairnBoth. We've got maybe fifteen underwriters, a couple of admins. If we could surface what needs attention: outstanding quotes, files still in review, anything sat too long, it would save a lot of time. And time is money for us. Plus we're growing and ideally we don't hire more admin.- Priya RamanThat makes sense. Octavia, walk me through what systems have the actual data. What would we need to connect?
- Octavia BlakeOur underwriting system is the main one. Email has a lot of correspondence. Some bits in accounting. And honestly probably some things in spreadsheets or docs on people's drives. We'd want the main systems first: underwriting definitely, and maybe email.
- Priya RamanOK. On the security side, you manage sensitive files. What's your stance on data residency?
- Nicholas FairbairnWe need to be careful. Our clients are sensitive about where their data lives. I'd want to understand how you handle it.
- Priya RamanFair enough. So with Enterprise, which I think is right for you, all your data sits in your own Snowflake account. You own it, you control access. We build the query layer inside your account. Nothing leaves your environment. You'd also get SSO, we do a comprehensive security review, and you'd have a dedicated account executive.
- Octavia BlakeAnd what does implementation look like?
- Priya RamanEnterprise is twelve weeks. We do the security review, build the connectors, set up your pages. You'd have a primary contact from us, and we'd be doing weekly check-ins through the project.
- Nicholas FairbairnAnd what's the investment?
- Priya RamanEnterprise subscription is one hundred and ten thousand a year. Implementation is thirty thousand. So the first year all-in is one hundred and forty thousand. That includes up to twenty connectors, up to a hundred and fifty users, SSO, the security review, and quarterly QBRs with us.
- Octavia BlakeOK. That's substantial. We'd need to think about it.
- Priya RamanAbsolutely. I can send you more detail about what the brain would look like for your files. Maybe we do a proper demo early next year once you've had time to think it through. Happy to answer questions in the meantime.
- Nicholas FairbairnSounds good. We'll talk internally and get back to you.
- Priya RamanPerfect. I'll send some background over today. Cheers, speak soon.
- Octavia BlakeCheers.